Does your sales process have as its core focus to build trust? Does your sales training have trust as the core factor in winning new business?
Trust forms the foundation for everything you do in business and in personal life. Your character holds the key to your trust worthiness.
- Trust is: truth, sincerity, perceived value, past history of success and the other person’s confidence in you as a person
- People decide on you before they decide on your solution or your company!!
- Trust requires you to have empathy, competency, and credibility
Empathy = the action of understanding, being aware of, being sensitive to, and vicariously experiencing the feelings, thoughts, and experience of another of either the past or present without having the feelings, thoughts, and experience fully communicated in an objectively explicit manner.
Empathy is demonstrated by asking questions related to their position and their company and seeking their understanding. It is coming prepared from their perspective; anticipating what questions they may ask. It is a two way dialogue understanding the problem and recognizing the urgency.
Competency = an ability or skill – able to do or perform the task that is required.
Credibility = the quality or power of inspiring belief. You have done this before.
Your prospects and customers must see that you are aware of their perspective, their issues and what their motivations are as you address their goals, problems or needs. They must believe that you have the ability or capacity to actually help them achieve their desired results and that you can demonstrate how you have done it for others in the past.
They then will trust you to work with them to solve their business issues.
For more info on trust read The Speed of Trust by Steven M.R. Covey, and The Little Teal Book of Trust by Jeffrey Gitomer and read this blog
